Key Responsibilities
Strategic Leadership
- Develop and implement a robust institutional sales strategy aligned with the firm鈥檚 overall growth objectives and market positioning.
- Conduct regular market intelligence and competitive analysis to identify emerging trends and opportunities for expansion.
- Collaborate with product, investment, and marketing teams to ensure institutional offerings are innovative, relevant, and competitive.
- Lead strategic initiatives to expand the firm鈥檚 reach into new institutional markets and geographies.
Business Development & Sales Execution
- Identify, pursue, and secure new institutional mandates, driving growth in assets under management and revenue.
- Oversee the design and execution of targeted sales campaigns, presentations, and pitches to institutional prospects.
- Develop and refine value propositions for institutional products and services, ensuring they meet the evolving needs of institutional investors.
- Manage the entire sales lifecycle, from prospecting and negotiation to onboarding and ongoing relationship management.
Client Relationship Management
- Build and maintain strong, trusted relationships with key institutional clients, ensuring high levels of satisfaction and retention.
- Lead the development and delivery of customised investment solutions tailored to client objectives and risk profiles.
- Organise and lead regular client meetings, portfolio reviews, and educational sessions to enhance engagement and demonstrate value.
- Implement feedback mechanisms to capture client insights and drive continuous improvement in service delivery.
Performance Monitoring & Reporting
- Establish and track key performance indicators (KPIs) and metrics to measure sales effectiveness and market penetration.
- Prepare detailed sales reports and insights for executive management and the board.
- Utilise data analytics to assess trends, identify opportunities, and address challenges proactively.
- Ensure accuracy, transparency, and timeliness in all reporting activities.
Risk Management & Compliance
- Ensure all institutional sales activities comply with relevant regulatory requirements and internal policies.
- Proactively identify and mitigate risks associated with sales practices, client interactions, and market entry.
- Work closely with compliance, legal, and risk teams to maintain high standards of integrity and ethical conduct.
- Foster a culture of compliance and responsible selling across the institutional sales function.